Negotiation Management

Therapy for difficult key accounts

Pricing Clinic®

If a key account’s prices come under pressure, the fever rises at the company. An effective therapy against bad prices and low margins in the case of key accounts is Pricing Clinic® by Schuppar Consulting. Pricing Clinic® has proven itself many times in numerous industries. Pricing Clinic combats the cause of bad prices – in concrete terms in the case of difficult and important key accounts.

Pricing Clinic® looks inside the heads of purchasers, analyses characters, aims and motives, identifies weak points and allows you to be fully prepared for negotiations with key accounts.

Assume the perspective of purchasers. Think in terms of their patterns of thought. Analyse the risks. Recognize the power structures in the buying center and check the impact you can make. Rehearse the negotiation dialogue. Gain confidence through professional preparation. Define aims and strategies, quantify scenarios. Convince customers by using a self-confident approach.

Determine your customers’ savings at the press of a button. Present customer advantages such as performance or security in economically measurable figures. Convince your customers with intelligent value-based pricing – in a systematic, easy-to-follow and customer-benefit-oriented way. Network the tool (also in various languages and units of measurement) with your existing databases and sales systems. Compare the parameters of traditional processes with your innovative processes.

Get the best price for the value added that you offer your customers.

Consulting project value-based-pricing

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Benefit calculator to set the best price.

Higher Margins in project business

Systematic negotiation management

OEMs and Tier–1 suppliers from industries such as automotive or electronics, have a lot of purchasing power at their disposal. Pressing demands – especially for complete cost transparency for components – put pressure on margins. The supplier is nothing more than a squeezed out lemon. You should not accept that any longer.

Become aware of what your customers are still willing to pay. Find the optimal pricing for your value added. Fend off customer objections, such as “too expensive”, in the acquisition phase. Make use of good arguments against cost disclosure. Manage and budget demands in the development phase. Push through necessary price increases in the production phase.